Account Manager Defense (f/m/d)

Mission Brief 

As Account Manager Defense, you will own and develop key accounts across the German defense landscape, including military users, procurement organizations, and ministerial stakeholders. Success in this role requires a deep understanding of defense procurement processes, stakeholder structures, decision-making mechanisms, and budget cycles. 

This role is ideally suited for a professional who has either spent significant time within the German defense ecosystem or has successfully managed comparable defense accounts for an established aerospace, defense, or security company. The ability to leverage an existing network and navigate complex institutional environments is critical. 

You will work closely with engineering, program management, leadership, and commercial teams to identify opportunities, influence requirements, support capture activities, and secure strategic business for Isar Aerospace. 

Your Accounts 

• German Armed Forces (Planungsamt der Bundeswehr) 
• German Ministry of Defense  
• Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw) 

 

Your Role in Our Space Mission: 

1) Account Ownership 

• Serve as the primary commercial interface between Isar Aerospace and your defense accounts. 
• Develop and execute a long-term account strategy aligned with Isar Aerospace's commercial and strategic objectives. 
• Build trusted relationships across relevant organizations, commands, procurement authorities, and operational stakeholders. 
• Establish a deep understanding of current and future requirements relating to space capabilities, responsive launch, sovereign access to space, intelligence, surveillance, reconnaissance, communications, and related mission areas. 
• Represent customer requirements internally and ensure relevant stakeholders are aligned on opportunities and priorities. 
• Maintain detailed account plans, stakeholder maps, opportunity pipelines, and engagement strategies. 

2) Opportunity Identification & Business Development 

• Identify, qualify, and develop opportunities arising from programs, initiatives, and capability development efforts. 
• Monitor defense policies, procurement priorities, budget developments, and emerging operational requirements. 
• Translate customer challenges into commercial and strategic opportunities for Isar Aerospace. 
• Support the development of value propositions, campaign strategies, and business cases. 
• Drive opportunities from initial engagement through qualification, capture, proposal development, negotiation, and contract award. 
• Contribute to long-term market development activities that strengthen Isar Aerospace's position within the German defense sector. 

3) Stakeholder Management & Relationship Building 

• Build and maintain relationships with decision-makers, influencers, users, and procurement stakeholders. 
• Coordinate executive engagements and customer visits. 
• Ensure consistent, professional, and strategic communication with defense stakeholders. 
• Represent Isar Aerospace at defense conferences, industry forums, trade associations, and relevant events. 
• Support the expansion of Isar Aerospace's network within the national security and defense ecosystem. 

4) Cross-Functional Commercial Execution 

• Collaborate closely with engineering, product management, legal, finance, grants, and program management teams. 
• Ensure customer needs are translated into actionable internal requirements. 
• Support proposal development and commercial negotiations. 
• Coordinate internal resources required to pursue and execute strategic defense opportunities. 
• Facilitate alignment between business development activities and overall company strategy. 

5) Market Intelligence & Strategic Insights 

• Analyze market developments, competitor activities, procurement trends, and policy changes within the German defense sector. 
• Provide regular updates and recommendations to commercial leadership. 
• Support strategic planning activities related to national defense and security markets. 
• Contribute insights that influence product roadmaps, partnership strategies, and future business development priorities. 

Success Measures (Typical KPIs) 

• Growth of the opportunity pipeline. 
• Number and quality of strategic stakeholder relationships established. 
• Business opportunities identified and qualified. 
• Proposal submissions and contract awards. 
• Revenue and bookings generated from defense-related customers. 
• Customer engagement effectiveness. 
• Market intelligence quality and contribution to strategic decision-making. 
• Successful execution of account growth plans. 

 

Qualification Checklist 

• Bachelor's or Master's degree in Business, Engineering, Political Science, Security Studies, Aerospace, or a related field. 
• 10+ years of professional experience within the defense, aerospace, security, or government sector. 
• Proven experience managing customer relationships and strategic opportunities within the German defense ecosystem.&